Main Subject - Business

The MAN is the person or group of people with the Money, Authority and Need - the decision maker with the ability to s

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

ay "yes" to your proposition.

Many salespeople spend endless hours with people who can't say "yes". The can't because

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

they have neither their hands on the purse strings, the authority or the position to understand what their company or

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

organisation really needs.

There are few situations in sales that are more complex and easier to botch than the unrea

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

hable committee. In no other area will your sensitivity to small clues and the subtle nuances of power be better rewar

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

ded.

Organisations have purchasing procedures that involve several people, much time, more paperwork, and they all mo

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

e through clearly defined and tidy channels. That's the face the organisation shows to the world, and it has the paper

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

work in its files to prove that everything has been done according to their books.

In reality, though, very little is

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

done according to their book, and the real decisions are made outside the tidy channels. The paperwork to justify thos

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

e decisions is then created after the event.

Flexibility is vital in these situations. Sticking to the rules may jeop

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

rdise your success!

The gnomes in the back room are insecure, and jealous of the power they wield at the whim of the

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

committee. Make the gnome feel important. Never let a gnome suspect that you're anything but delighted that you can wo

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

k with him instead of whoever has the title and the official authority.

You have faith in the value and importance of

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

your offering to that organisation. You need that faith, but don't let it blind you to the fact that most of the unre

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

chable committee will be too involved with their own pet projects to care very much about yours.

Unless you can someh

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

ow reach the unreachable committee and sell it on your proposition (and by definition that's impossible, or at least i

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

practical), you probably need the co-operation of the gnome to close that organisation. Keep in mind from the first mo

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ment you think about selling to them.

Not all organisations are big enough to have gnomes but you will probably see m

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

ny of the gnome character traits in people in smaller organisations. They are often secretaries or junior staff who ma

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

y be explicitly tasked with the job of keeping salespeople at bay. And that requires a whole separate set of skills...

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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Many business executive management teams have chosen franchising as a way to extend their brand name very rapidly into the marketplace. There are many significant reasons for doing this. One is to move a product into the marketplace using other people's money and a network of dealers.

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Main Subject - Finding the Real Decision Maker

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